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Closing Techniques (That Really Work!)
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2 of 3 people found the following review helpful
on 4 September 2003
This book is simply a common sense approach to 'prospecting'- particularly for business to business sales. Once you have read it you may feel it simply states the obvious, but it takes a book like this, (and an author like Stephen Schiffman), to really bring the purpose and methodology of prospecting into focus. It is fairly short and very easy to read, and if you apply the principles advocated within it, you will improve as a salesman - whether you are a new to the field or a seasoned veteran.
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1 of 2 people found the following review helpful
Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer’s needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you’ve read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book’s 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people
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3 of 5 people found the following review helpful
Stephan Schiffman, who has trained more than 450,000 salespeople, expands upon an approach he used in an earlier book about crafting sales proposals that make sense to your prospects. He stresses the need to listen so you can respond to the customer's needs, rather than just trying to convince the prospect to buy. Some of this book may give you a sense of deja vu if you've read any of his previous sales books, such as Power Sales Presentations. Otherwise, this is a fairly solid, sensible, no gimmicks approach to sales. Schiffman includes effective hands-on examples of sales approaches, including cold calling scripts and an appendix of sample dialogues. He teaches selling methods to use in different corporate settings, such as presenting to committees. We find the book's 30 short snappy chapters ideal for reading in concise, instructive bites, just right for busy sales people.
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0 of 1 people found the following review helpful
on 18 September 2011
if, like most sales people in their career at some stage or another, you are struggling to close deals then the chances are that you haven't qualified the opportunity thoroughly, are not communicating the value of your proposition or aren't speaking to the right people... THERE ARE NO MAGIC BULLETS - all the closing techniques in the world wont help - go back to the basics, learn to question and learn to communicate value - this book will not help you in the slightest.
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1 of 3 people found the following review helpful
on 4 September 2003
A perfect companion to Stephen Schiffman's 'Cold Calling Techniques'. The book is fairly short, easy to read, and the methodology first rate. Read it, then read it again highlighting the main points, and you will have the basis of a 'technique' which every salesman should adopt - putting yourself in the position of consultant whose aim is to simply help the prospect perform their job better. As simple as that!
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